This will age me! When email first arrived on the scene, I was a front-line sales leader, leading a team of about 15 sellers in the IT Industry. The instruction came from above that all…
There is a major issue within Sales and Marketing that, if corrected, will pay immediate dividends. Too many of our salespeople are working too low in their client’s organization. They are limiting their upward mobility…
Why Executive Communication Fails 2.2 hours a day. That’s the average time people spend on social media each day. As if executives aren’t busy enough with all their responsibilities, this adds to their jam-packed days…
If you have participated in traditional sales training and learned how to create and deliver a compelling value proposition, you are probably doing it wrong! The old school training strongly reinforces the need to create…
To deliver a powerful message to an executive in order to move them to take further actions (the key purpose of a sales call), we need to clearly understand the context of the situation we…
Presenting an idea or a proposal to an executive is never easy, but its difficulty is compounded by the lack of financial justification. The term value proposition can easily be replaced with business case. Every…
There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be human and explore emotions…